The best sales people have a system for selling any product or service – Best Practice # 22

by Dave Kahle

            The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard.  That’s one of the reasons why they are the best.

We know that sophisticated routine work is best accomplished by implementing effective systems.  McDonald’s, for example, didn’t get to where they are by hiring the best people they could find and then asking them to figure it out.

Rather, they created a system, and then constantly tweaked that system. That  approach applies to every area of human endeavor.  From surgeons to ministers to fishermen to house painters, the routine and sophisticated aspects of their jobs are best addressed with systems.  It applies to sales as well.

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There is a best way to sell every combination of products/services to specific markets.  In other words, if you are selling carpeting to independent retail stores, there is a best way to do that.  If you are selling the same product to contractors, there is a best, though somewhat different, way to do that.

Each of these unique combination of products to markets is what I call a  selling “situation.”  In my example, above, selling carpeting to contractors is one situation, while selling it to retail stores is another.

Every selling situation, if it occurs routinely, is best handled by designing an effective system, and then forever improving on the design and implementation of that system.

The best sales companies design... READ THE FULL ARTICLE HERE.